Nucleus Research | Return On Investment (ROI) http://nucleusresearch.com We help our clients build the ROI business case for technology. Fri, 22 May 2015 20:20:38 +0000 en-US hourly 1 p83 – A closer look at Amber Road http://nucleusresearch.com/download/p83-a-closer-look-at-amber-road/ http://nucleusresearch.com/download/p83-a-closer-look-at-amber-road/#comments Fri, 22 May 2015 16:43:56 +0000 http://nucleusresearch.com/?post_type=wpdmpro&p=7853 The post p83 – A closer look at Amber Road appeared first on Nucleus Research | Return On Investment (ROI).

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p82 – Informatica tackles the largest big data needs of customers http://nucleusresearch.com/download/p82-informatica-tackles-the-largest-big-data-needs-of-customers/ http://nucleusresearch.com/download/p82-informatica-tackles-the-largest-big-data-needs-of-customers/#comments Wed, 20 May 2015 22:13:08 +0000 http://nucleusresearch.com/?post_type=wpdmpro&p=7848 The post p82 – Informatica tackles the largest big data needs of customers appeared first on Nucleus Research | Return On Investment (ROI).

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p81 – Cornerstone OnDemand responds to market demands for PaaS http://nucleusresearch.com/download/p81-cornerstone-ondemand-responds-to-market-demands-for-paas/ http://nucleusresearch.com/download/p81-cornerstone-ondemand-responds-to-market-demands-for-paas/#comments Wed, 20 May 2015 17:15:34 +0000 http://nucleusresearch.com/?post_type=wpdmpro&p=7845 The post p81 – Cornerstone OnDemand responds to market demands for PaaS appeared first on Nucleus Research | Return On Investment (ROI).

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Verticalization is the new Cloud http://nucleusresearch.com/verticalization-is-the-new-cloud/ http://nucleusresearch.com/verticalization-is-the-new-cloud/#comments Mon, 18 May 2015 16:55:49 +0000 http://nucleusresearch.com/?p=7840 Tipping point, paradigm shift, killer app or game changer. Whatever you call it, cloud computing has been its poster child...

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Tipping point, paradigm shift, killer app or game changer. Whatever you call it, cloud computing has been its poster child for the past decade. In the aftermath of the dot.com bust, cloud computing demonstrated the real power of the Internet and fundamentally changed the industry. Vendors that embraced the cloud early started to outpace their competition and ‘disrupt’ the market. Salesforce.com is a classic example.

A look back at our Value Matrices over the years even charts the progress, showing vendors with the strongest cloud offerings making the biggest leaps into the leaders quadrants.

But as with all tipping points, mass adoption leads to mainstreaming. The cloud has become so pervasive, that it is no longer a game changer. In fact, it’s a necessity at this point. Even industry laggards, such as Enterprise Resource Planning and Human Capital Management are shifting to the cloud. So how are vendors differentiating their offerings now? Verticalization is the new frontier.

One-size-fits-all technologies have never been a good long-term solution. And as applications mature, vendors can build out new capabilities tailored to specific industries. Verticalization is a powerful way for hungry vendors to differentiate their offerings and carve out a market. Businesses are eager for vertical applications. Why customize a solution to fit your company needs if a vertical solution is already delivering the features specific to your industries. It comes down to the bottom line — which solution delivers the best value.

We recently noted that leading Business Analytics vendors were increasingly verticalizing their solutions. Corporate Performance Management (CPM) is not nearly as far along, but we already see signs that this is where the industry is headed. (For more on CPM, go to http://nucleusresearch.com/research/single/technology-value-matrix-2015-cpm/)

Competing in the vertical space is highly challenging though. Vendors have to select which verticals to support, bringing competition to a whole new granular level. And we are already seeing the emergence of micro-verticals, with solutions focused on narrow areas within an industry. Supermarket chains, for example, have different requirements than say a clothing retailer or auto parts dealer. This portends how very competitive the vertical frontier is about to get.

There are some who say that verticalization has been around for decades, pioneered by the likes of IBM, SAP and Oracle. Indeed, cloud computing had been around for many years before hitting the tipping point as well. What’s different here is how vendors are optimizing their horizontal applications for vertical users, as opposed to creating vertical consulting teams. Large established vendors could have an advantage here if they leverage their vertical expertise. While many have made overtures to the vertical market, they still seem to rely on their consulting strength.

Instead we see a whole new level of competition from mid-tier vendors who have been early to focus on vertical markets. Vendors such as Infor and Information Builders are rising to challenge the establishment. And much as Salesforce.com leveraged cloud computing to emerge as a leading force, these Young Turks are punching above their weight class. If you thought cloud computing was competitive, fasten your seatbelts. It’s going to be an exciting ride.

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p65 – Salesforce ROI case study – Activision http://nucleusresearch.com/download/p65-salesforce-roi-case-study-activision/ http://nucleusresearch.com/download/p65-salesforce-roi-case-study-activision/#comments Mon, 18 May 2015 15:09:05 +0000 http://nucleusresearch.com/?post_type=wpdmpro&p=7836 The post p65 – Salesforce ROI case study – Activision appeared first on Nucleus Research | Return On Investment (ROI).

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p80 – For supply chain software ease of use is key to winning over small business http://nucleusresearch.com/download/p80-for-supply-chain-software-ease-of-use-is-key-to-winning-over-small-business/ http://nucleusresearch.com/download/p80-for-supply-chain-software-ease-of-use-is-key-to-winning-over-small-business/#comments Thu, 14 May 2015 20:03:42 +0000 http://nucleusresearch.com/?post_type=wpdmpro&p=7826 The post p80 – For supply chain software ease of use is key to winning over small business appeared first on Nucleus Research | Return On Investment (ROI).

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p79 – Technology Value Matrix 2015 – CPM http://nucleusresearch.com/download/p79-technology-value-matrix-2015-cpm/ http://nucleusresearch.com/download/p79-technology-value-matrix-2015-cpm/#comments Wed, 13 May 2015 14:50:16 +0000 http://nucleusresearch.com/?post_type=wpdmpro&p=7820 The post p79 – Technology Value Matrix 2015 – CPM appeared first on Nucleus Research | Return On Investment (ROI).

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p78 – ToolsGroup debuts Instant Replay http://nucleusresearch.com/download/p78-toolsgroup-debuts-instant-replay/ http://nucleusresearch.com/download/p78-toolsgroup-debuts-instant-replay/#comments Tue, 12 May 2015 15:36:15 +0000 http://nucleusresearch.com/?post_type=wpdmpro&p=7817 The post p78 – ToolsGroup debuts Instant Replay appeared first on Nucleus Research | Return On Investment (ROI).

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Is the marketing team at FinancialForce in fifth grade? http://nucleusresearch.com/is-the-marketing-team-at-financialforce-in-fifth-grade/ http://nucleusresearch.com/is-the-marketing-team-at-financialforce-in-fifth-grade/#comments Mon, 11 May 2015 17:00:55 +0000 http://nucleusresearch.com/?p=7814 You’ve got to question the latest marketing strategy of FinancialForce. Their “FrankenCloud” announcement earlier this month was a confusing shot...

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You’ve got to question the latest marketing strategy of FinancialForce. Their “FrankenCloud” announcement earlier this month was a confusing shot at NetSuite, Oracle, and SAP that gained a sharp rebuke from NetSuite’s CEO Zach Nelson. Let me summarize the FinancialForce marketing pitch: “multiple clouds are bad.” Thanks for that info guys. The only surprise is that the press release FinancialForce issued wasn’t written using a crayon.

Let’s look through this a bit. FinancialForce is a third-tier ERP vendor built on the Salesforce1 platform trying to gain some marketing traction. In the recent Nucleus Research Value Matrix for ERP we rate FinancialForce in the facilitator quadrant and when the company wins deals, they are almost always in Salesforce-centric environments.   NetSuite, Oracle, and SAP are top-tier ERP vendors with long histories solving enterprise problems. Nucleus rates all three companies in the leader quadrant in that same Matrix. All three top-tier companies are rapidly adding capabilities for their customers either through internal development or acquisitions. According to FinancialForce, this is bad.

I beg to differ. When one cloud company acquires another there’s a transition period while the application is integrated. That should go without saying. Customers of the top companies know the capabilities will continue to expand with the latest and best thinking, either internal or acquired. Integration will never be there on the first day but the capabilities will come. For FinancialForce customers, apparently you have a long and slow road ahead of you while the company builds its own capabilities internally. On the bright side, this past March FinancialForce announced $110 million to help drive development. Sounds good until you compare it to the money the leaders spend on development and acquisitions.

I’m not sure where the FinancialForce marketing team was going with the FrankenCloud message. Yes, multiple clouds are bad but everyone recognizes that and I’ve yet to be in a meeting with a vendor that didn’t have a long term strategy for unification for an acquisition. If the plan was to turn the FinancialForce weakness of a smaller vendor without the depth of the big players into a strength then it’s a rather juvenile effort.

At Nucleus we’re always looking to support the underdog vendor that delivers value. In the case of FinancialForce, generating questionable market confusion is a far cry from offering value for customers.

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p77 – Big companies should follow small companies into the supply chain cloud http://nucleusresearch.com/download/p77-big-companies-should-follow-small-companies-into-the-supply-chain-cloud/ http://nucleusresearch.com/download/p77-big-companies-should-follow-small-companies-into-the-supply-chain-cloud/#comments Fri, 08 May 2015 19:59:04 +0000 http://nucleusresearch.com/?post_type=wpdmpro&p=7807 The post p77 – Big companies should follow small companies into the supply chain cloud appeared first on Nucleus Research | Return On Investment (ROI).

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